The significance of implementing ERP sales management

Nowadays, ERP system has been used by more and more enterprises, but the effect of different enterprises is very different. Most enterprises are trying to improve the level of management, to enhance the competitiveness of the ERP, but the complexity of the implementation of the ERP business, the implementation of the process of difficult but so many enterprises can not see the ERP bring "benefits of the spring." Therefore, the correct cognition "enterprise needs ERP to bring what, the accurate use of ERP to play the benefits" is the priority of ERP implementation, can not expect ERP "omnipotent", but to make ERP "do its best". Hitpoint the sales management system as the basis, explains the sales management module in the ERP implementation of the key points of analysis, and analysis of the sales system should reach the management decision-making analysis of the business point.
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The basic data of sales management system generally include: Customer information classification maintenance, salesman information maintenance, open sales orders, the issue of the beginning of the commodity period, outstanding funds and so on. Here to explain the relationship between customer information and sales staff, you can specify the customer's sales staff, to facilitate the division of sales responsibilities and performance evaluation, but also the customer by region, the sales staff to implement the regional responsibility system. Open sales orders are referred to the system before the sales contract has been received orders have not been delivered, to ensure the consistency of the sales contract with the system; The issue of commodity period at the beginning of the system before the shipment has not been issued * * * The product details, need to clear the inventory period at the beginning of the financial account or physical account, and then do the corresponding The missed payment can be divided into accounts receivable and arrears, here and the management of financial accounts receivable and sales staff to check the amount of arrears and timely Dunning has a close relationship.

second, sales planning management

Sales plan is based on the company's recent sales, market demand, especially the focus of customer sales forecasts for product sales forecasts, and then set up a department product sales plan, gradually decomposed into sales plan and key customer sales plan, the final sales plan to complete the analysis. For retail enterprises or repeat a large number of production-oriented products such as steel, auto parts, televisions, cotton yarn, etc., through sales forecasts to achieve production planning arrangements, the results are conducive to emergency demand for goods, to prevent the production cycle is more than the need for emergency orders.

Decomposition of the forecast results into a specific sales plan, to facilitate more detailed management of sales plans, enterprises to sales departments, sales staff division of responsibilities, and distinguish between key customers and non-key customers. Mainly according to the history of the company sales and market demand, enterprise strategic decision-making and performance assessment needs to set up including departments, sales staff, important customers, such as sales of product plans. Sales planning to complete the analysis to provide the completion of the analysis, according to the results can assess and motivate the relevant departments, personnel responsibility, can develop key customers for enterprises to allocate limited resources, to maximize the benefits.

third, the sales Order review and execution analysis

Enterprises for large contracts and special contracts to conduct order review, to establish a reasonable review process and the corresponding responsible person. Sales supervisor and related personnel on the execution of sales orders to monitor real-time, to ensure on-time delivery, through the sales daily report, order delivery status inquiries to understand the execution of sales orders, and can promptly identify problems to solve.

Sales Results Analysis: Horizontal sales structure analysis (can be based on product line, according to customer, by region analysis), vertical sales trend analysis and comparative analysis (same can be analyzed by region, by customer, product line), so that enterprises can grasp the focus of market demand and the trend of market change in time, Put more energy into more important customers, more important areas, more market potential and profitable products.

iv. Management of sales Capital withdrawal

It is very important for each enterprise to withdraw the sales funds, which can be effectively withdrawn through the sales collection, payment and cash discount policies.

1) Each salesperson is responsible for the timely recording of each customer's payment of each contract, and can always query timely feedback, which can also be used as a salesperson sales performance evaluation of the important criteria.

2) through the collection of Receivables Management inquiries, has been delayed or expiring funds to collect, print the receivable collection letter to the customer, to achieve the debt collection.

3) To set customer discount terms for the corresponding customers, to encourage early or timely payment, to achieve cash discount policy management, such as different time to collect different discounts to encourage early or timely return payment.

v. Sales business Other key controls

Customer credit limit is to the customer's credit situation control, set the customer's credit rating and credit limit, in the event of sales, the system will automatically check whether the customer owed the situation is over-limit, in order to prompt or freeze sales order prohibited to supply. The actual amount owed by the customer not only includes the balance of accounts receivable, but also includes the parts that have been shipped unsettled, so it is advantageous to the credit control of each customer, avoid a lot of bad debts, improve the enterprise sales credit management ability, raise the recovery rate of the capital, quicken the cash flow of the enterprise and raise the real profit level of the enterprise.

Sales reservation control management enterprises will encounter such problems: at the same time there are multiple customers booking corresponding products, and inventory can not all meet all customers, want to reserve to important customers, but sometimes emergency orders to be general customers, directly to the general customers, and important customers may not be able to send goods, causing great loss, how to control? Distribution of sales orders, you can assign a designated source, can also be automatically allocated according to the amount of available inventory, so as to specify the customer's shipment reservation, reduce the shortage of stock resources caused by the issue of the contradiction, but it is best to focus on customers and high credit customers, do not reserve and allocate too much for uncertain needs, Cause product inventory backlog.

In general, only grasp the key points in the sales management system to achieve, will not make ERP is just a process optimization tool, really make the enterprise through the ERP to management to achieve the goal of efficiency. Strengthen the sales department and other departments to coordinate communication skills, rapid response to customers, improve sales forecasting and planning capabilities, effectively guide production. Through the integration of sales and production, to achieve on-demand production and supply and demand balance and other production management, reduce inventory. Improve the market mining ability and market decision-making level, to the enterprise sales structure adjustment and other enterprises ' strategic development to provide a strong help; improve sales and analysis ability, competitive products for enterprises, high-profit products for grading treatment strategy, and the development of different production and sales management strategy.

The significance of implementing ERP sales management